Underwriting 101

<p>This media sales primer serves as a step-by-step manual to assist students in attaining sales proficiency and confidence. The author employs a practical, hands-on approach, enabling readers to develop valuable professional and interpersonal skills and to improve their options for obtaining sales positions. <i>Underwriting 101</i> covers the activities involved in sales work, such as developing sales kits and presentations, handling objections, writing proposals, closing, and preparing underwriting announcements. Role-playing, sales promotion, résumé preparation, and interviewing are also covered.<br><br> Special features include: <br><br> *materials needed to teach the 15 week course, including a syllabus, calls schedule, positioning worksheet, sample proposals, sample résumé, sample cover letter, and course evaluation; <br> *comments from former students who have secured sales positions upon completion of the course; <br> *underwriting announcement guidelines for FCC conformation; and <br> *a guide to Internet research tools for sales presentation enhancement. <br><br> Intended for upper-level students in radio or broadcast sales courses, <i>Underwriting 101</i> will be useful to sales instructors with or without sales experience. It is also appropriate for use in college radio stations, as a resource for sales departments.</p> <p>Introduction. Positioning Competing Media/Positioning NCE Stations. Getting Started/Getting Organized. A Strategy for Success. Sales Call Reports. Writing Proposals. Handling Objections/Role-Playing. Selling Without Ratings/Using RAB Research. Writing Underwriting Announcements. A Salesperson's Dilemma/Ethics. Closing. Radio Economics. Sales Promotion. Résumés/Interviews. Review/Final Exam. Appendices: Syllabus. Positioning Worksheet. Sample Proposal. Sample Résumé. Sample Cover Letter. Course Evaluation.</p>